Senior Account Manager and Business Development Director
Siemens View all jobs
- Montreal, QC
- Permanent
- Full-time
- Freedom and a healthy work- life balance- Embrace our flexible work environment with flex hours, telecommuting and digital workspaces.
- Solve the world's most significant problems - Be part of exciting and innovative projects.
- Engaging, challenging, and fast evolving, cutting edge technological environment.
- Opportunities to advance your career and mentorship programs on a local and global scale.
- Competitive total rewards package.
- Profit sharing available.
- Rewarding vacation entitlement with the opportunity to buy and sell your vacation depending on your lifestyle.
- Contribute to our social responsibility initiatives focused on access to education, access to technology and sustaining communities and make a positive impact on the community.
- Participate in our celebrations, social events and offsite business events.
- Opportunities to contribute your innovative ideas and get paid for them!
- Employee perks and discounts.
- Diversity and inclusivity focused.
- Develop and execute account plans for nominated strategic industrial and utility customers, building strong relationships at all organizational levels
- Act as a trusted advisor, helping customers achieve their strategic objectives and identifying opportunities to increase share of wallet
- Organize and execute value-creation workshops to demonstrate Siemens SI solutions and competitive advantages
- Lead account-specific CRM data management and transparency initiatives
- Grow share of wallet with nominated accounts by leveraging full suite of Siemens offerings, incl. hardware and software solutions.
- Identify and convert customer opportunities into sales, with proven ability to lead complex, multi-stakeholder projects
- Drive cross-business unit (BU) collaboration across Electrification and Automation to deliver integrated solutions with focus on Medium Voltage Switchgear, protection relays and Scalable Microgrid with renewable integration.
- Develop, execute, and monitor annual business plans and sales targets in conjunction with applicable BUs
- Pair account knowledge with digital applications and solutions to accelerate customer conversion and project cycles
- Participate in local and international conferences to meet strategic objectives and expand market presence
- Identify market trends, customer needs, and competitive advantages to grow SI market share in Quebec
- Create and communicate Siemens SI value propositions internally and externally
- Provide leadership and oversight for Go-To-Market strategies for new products and solutions within assigned accounts
- Resolve complex customer project issues by coordinating with Siemens BUs and engineering teams
- Work effectively in a matrix organization, collaborating with engineering, marketing, sales, and other functional teams
- Annual Sales Target Achievement: Achieve or exceed assigned sales targets for strategic accounts and regional SI business by working closely with teams across sales operations, inside sales, bid management, engineering and BU management.
- Year-over-Year (YoY) Growth: Deliver an agreed YoY revenue growth in assigned accounts and Quebec region
- New Business Pipeline: Develop and maintain a qualified pipeline of new opportunities equivalent to 2-3x annual sales target
- Share of Wallet Growth: Increase wallet share with key customers by minimum 5-15% annually through cross-BU solutions
- Customer Satisfaction (Net Promoter Score): Achieve and maintain a high NPS score for nominated accounts.
- Account Plan Execution: Complete and execute account plans for 100% of strategic accounts with quarterly reviews and updates
- Market Share Growth: Increase Siemens SI market share in Quebec by minimum 5-15% annually
- New Customer Acquisition: Identify and convert minimum 3-5 new strategic accounts annually
- Solution Penetration: Increase cross-BU solution adoption (Electrification, Automation, Digitalization) by minimum 20% within existing accounts
- CRM Data Quality: Maintain 95%+ accuracy and timeliness of account and opportunity data in CRM system
- Cross-BU Collaboration: Achieve 100% participation in quarterly business reviews with applicable BUs; promote X-BU solutions in majority of opportunities
- Internal Stakeholders: Effectively manage and collaborate with stakeholders from various businesses and functions from across Siemens which are critical to the success of this role.
- Go-to-Market Execution: Successfully launch and execute minimum 2-3 new product/solution GTM initiatives annually in assigned accounts
- Value-Creation Workshops: Conduct minimum 2-3 value-creation workshops annually with strategic customers
- Market Intelligence: Provide monthly market trend reports and competitive insights that inform regional strategy
- Thought Leadership: Participate in minimum 2-3 industry conferences/events annually; positioning Siemens as a leading Technology company.
- 10+ yearsof experience in the Quebec electrical utility market (8-10 years minimum preferred)
- Bachelor's degreein Electrical Engineering from a reputable university, MBA preferred.
- Proven track recordof winning large, complex projects with multiple internal and external stakeholders
- Technical expertisewith focus on Medium Voltage Switchgear, protection relays, Microgrids with Renewable technologies combined with strong business acumen; experience in Engineering, Business Development, or Sales roles
- Market knowledge: Understanding of Electrification, Automation, and Digitalization in the utility sector
- Established networkof end customers, consultants, contractors, integrators, and EPCs in Quebec
- Experienceworking with End Users, OEMs, Integrators, and Engineering Procurement & Construction (EPC) firms
- Digital literacy: Knowledge of emerging technologies including Cloud, Software-as-a-Service (SaaS), and Cybersecurity
- Bilingual proficiency (French and English) - mandatory; ability to communicate with internal and external stakeholders across Canada and globally in both French and English is mandatory.
- Consultative selling approach with deep industry knowledge and understanding of client business drivers
- Entrepreneurial mindset with proven ability to develop and grow sales
- The role requires interacting with English-speaking customers and suppliers across Canada and/or internationally;
- The role requires regular interactions with Siemens colleagues based outside of Quebec, nationally and internationally;